Tài liệu 200 Sales Hunting Tips pdf

Mark Hunter

The Sales Hunter
www.TheSalesHunter.com
2007
200 Sales Hunting Tips




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Table of Contents

Who is Mark Hunter? 3
Quotes/Testimonials 4
200 Tips 5
Suggested Links 38
Articles by “The Sales Hunter” 39

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Reprinted from the free weekly email service:
Sales Hunting Tips from “The Sales Hunter”

Mark Hunter, “The Sales Hunter”, helps individuals and companies identify better
prospects, close more sales, and profitably build more long-term customer
relationships. With more than 25 years of sales experience across a wide cross-section
of industries, he is recognized nationally as an expert in helping people sell more

effectively. He travels more than 150 days per year working with companies to help
them find and retain better customers.

Based on his experience and his ability to communicate, he is a frequent speaker at
conferences on the subjects of Sales and Sales Motivation, and is often quoted in
various publications. Mark is a member of the National Speakers Association, the
premier speaking organization representing the nation’s top communicators.

Mark Hunter spent more than 18 years with three “Fortune 100” companies in Sales
and Marketing. During his career, he has led many projects, including creating a new
200 member sales force responsible for volume in excess of $700 million. Mark has
also been part of sales teams ranging in size from 20 to 900 members. This level of
experience is at the core of every program Mark delivers each year to thousands of
people throughout the country in the areas of Sales, Communication, and Leadership.

200 Sales Hunting Tips is reprinted from the free sales tip email distributed weekly
by Mark Hunter. If you are not currently receiving these emails, you can sign up today
by visiting www.TheSalesHunter.com and clicking on the “Free Weekly Sales Tips” link.

Reprinting of any or all of these tips is welcomed and encouraged as long as the
following text is included:
Mark Hunter, “The Sales Hunter”, www.TheSalesHunter.com

Mark Hunter is nationally recognized as a professional Sales Training and Sales
Motivation speaker. People around the world benefit from the wisdom, motivation, and
inspiration of “The Sales Hunter” every week. His insightful videos and podcasts are
popular downloads on YouTube and iTunes, and he has been quoted in numerous
magazines and newspapers. His free, weekly Sales Hunting Tips email is received by
thousands of salespeople across the globe. Additionally, many of his articles on Sales
have been reprinted in some of the industry’s leading magazines and

business websites. From sales training tips to an analysis of retail
trends, Mark Hunter’s Sales Motivation Blog provides commentary
to help you build your business. To find out more information on
“The Sales Hunter”, please visit our website at
www.TheSalesHunter.com.
200 Sales Hunting Tips




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Quotes/Testimonials

“As a recipient of your weekly tips, I’ve personally benefited from your wealth of wisdom. I must admit I’m
thrilled you’re now making them available in a e‐book format. I know readers will gain immensely from
your practical insights and proven information. Each of these gems has its own payback and together they
represent outstanding value, the trademark of your unique position as a true sales expert, author and
trainer.”
Michael Hughes
Canada’s Networking Guru


“200 Sales Hunting Tips
rocks! If I only read one tip a day, in 200 days I’ll be a sales genius – and probably
make 200 times more money too. Thank you for keeping them short and sweet!”
Michelle Nichols

Savvy Selling columnist
podcast host for BusinessWeek.com


"If you're hunting for new customers, you'll find great tips in this book to bag the elephants!"
Jill Konrath
Author of Selling to Big Companies
SheEO, Sales Shebang


“For people looking to close more sales and differentiate themselves from competition, Mark Hunter’s 200
Sales Hunting Tips are a must. In this highly changing and competitive world we live in, Mark offers
powerful and practical steps to not only help you survive but thrive in the 21
st
Century!’
Steve Gavatorta
President of Steve Gavatorta Group

"Mark Hunter is ultra‐talented at teaching ready‐to‐use sales techniques that vastly increase sales. My
profit‐improving results: I have used Mark Hunter's sales tips for years, and they enabled me to (1) turn
prospects into customers and (2) help customers expand their purchases of my pre‐employment tests and
services. Doesn't every sales rep want such bottom line results? Mark shows you clearly and concisely how
to make it big in selling."
Dr. Michael Mercer
Author of Hire the Best ‐‐ & Avoid the Rest



“There are a select few in the CPG Industry that bring the experience and passion to strategic selling like
Mark Hunter. He keeps sales managers engaged and leaves them motivated.”

Joe Bourland
Kimberly‐Clark






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1. Umbrella Questions
You can use Umbrella Questions on every sales call because they work in any
selling situation. Umbrella Questions are designed to provide you with valuable
information by getting the customer to elaborate on important areas. Examples
of this type of questioning include: “Can you explain that a little further?”, “Are
there some other examples you could share with me?”, and “Can you tell me
more about that?” Umbrella Questions are a useful tool to get the customer
talking more about what they're looking for. On your next sales call, challenge
yourself to ask at least 5 of them.


2. Customer’s Goals

Do you know what goals your customers have? Just think how much more
effective you could be if you knew the goals and aspirations of your customer.
Find out what their personal and business goals are for the year by asking direct
questions and listening to their answers. In addition, let them know that you
have set goals for yourself. Explain your belief that it is essential for you to help
your customers achieve their goals in order for you to achieve your own.

3. Back-Up Your Customers

Don't allow your relationships with your customers to be focused on only one or
two people. By doing so, you may put your business at risk if the people you deal

with should happen to change positions. For your biggest customers, make sure
you have multiple contacts (including administrative personnel) and take the time
to get to know all of them. Then you will be prepared if a contact should leave or
be promoted.


4. Sales Advocates

The best way to make a sale is to have someone else make it for you. You do this
by creating sales advocates—people who are so impressed with what you offer
and/or the way you sell that they tell others about you even without you asking.
If you haven't obtained any sales like this, then you probably don't have any
sales advocates or, more importantly, your sales process and/or service may not
be measuring up to what people expect.


5. Learn About the Customer

Every time you're with a customer, make a point to learn something personal and
professional about them. Don't allow your time together to be so focused on the
immediate business opportunity that you forget to gather some additional, long-
term information. It's this data that will help you retain the customer, and the
longer you have a customer, the more likely they will be to refer you to others.

When you're gathering information about the person, look for items that are of
common interest to you because they will help you propel the business
relationship to the next level. Keep a record of this important data for future
reference.





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6. Early Morning Voicemail
Leaving voicemail messages is not a very effective way to develop new
relationships, but it is a great way to keep in contact with your current customers

that you don’t deal with frequently. The entire process takes less than 5 minutes
a day if you do it between 7:00 and 7:30 AM. During this time, the majority of
people are not at work. Calling them early in the morning almost guarantees
that you'll reach their voicemail, allowing you to make 3-5 calls in the span of
only 5 minutes. Your objective should be to keep the person you're contacting
from forgetting about you. Start the message by telling your contact that you
haven't heard from them lately. Compliment them on their business or simply
suggest that the two of you should talk later. If you happen to reach someone at
this time of morning, all the better. The person who answers will be impressed
that you're at work before most people, and, chances are, they will be willing to
talk for a few minutes. Remember, your objective is not to sell anything. It's
simply to raise the other person's awareness of you, thereby opening the door for
future sales.

7. Objections

One of the best ways to improve your ability to close a sale is to record every
objection you hear and develop at least two ways to respond to each. If you do
this on an on-going basis, you’ll find yourself much more prepared for any further
objections that come at you.


8. Opening the Sales Call

Always start off a sales call by covering three things. First, ensure the person
has a clear understanding of the amount of time the call will take. Second, make
sure the customer knows what the objective of the call is. And, third, connect
the reason for the current sales call to a previous one you had or to information
you may have recently sent. This communicates that you’re knowledgeable of
them and their company, that you respect their time, and that whatever is
decided in this current meeting will be acted upon by you.


9. “Your Price is Not High Enough”

Although, it’s never been said to you, wouldn't it be great to hear it? In reality, a

price can never be too high. It only becomes that way when we haven't taken
the time to listen to the customer to allow the real benefits of the sales to come
through. Remember—there is no such thing as "too expensive”. There is only
the belief that the potential gain from something is not worth its cost. This
principle explains why one person might be willing to pay only $10,000 for a car
while another person sees its value at $100,000. Both cars supply

transportation, yet the cars vary dramatically in value because they vary
dramatically in terms of perceived benefit. Next time you're about to buy or sell
something, think in terms of the benefits the customer will gain and not in terms
of the price you're asking. When it comes right down to it, nothing can ever be
too expensive. It can only lack sufficient benefits to warrant the price.





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10. Celebrate Your Customer’s Anniversary
If you’re a salesperson who has retained customers for years, celebrate them by
recognizing the anniversary of your initial contact with them. Dropping them a
note of thanks for your established relationship is a great way for your customers

to realize how much you think of them and a means of taking the relationship to
an even higher level.


11. “Hand-Written” Business Cards

The next time you're about to give someone your business card, take a moment
to personalize it. If you jot your cell number, a home phone number, or some
other piece of information that is not already on the card, you will make a
positive impression on the person you're talking to. Chances are the person will
never call your hand-written phone numbers, but simply writing them on the card
gives the person the feeling that you are placing them in high regard when

compared to others that you meet.


12. Speak With Your Face

I'm constantly amazed at the number of times I run across salespeople who
clearly don't believe what they're saying. It is easy to spot in the person's face
and body language. They take on a whole host of non-verbals, ranging from
non-expressive smiles with tight lips to eyes that lack any sense of direction.
Whether we're selling to a customer in person or on the phone, we have to make
sure our entire face reflects the enthusiasm and excitement of our words. How
can we expect a person to buy from us if we're not connected to and excited
about what we're selling?


13. Prospecting Timeline

Many people have no idea how long it takes to turn a prospect into a profitable
customer. Creating a "prospecting timeline" can help benchmark past
experiences and streamline future ones. Begin this process by examining a few
recent sales, and then break down the key activities you went through. Your
goal should be to determine the specific activities that were the most time-
consuming, and then figure out a way to shorten the time spent on that
particular step. Most people are amazed to find that a couple of activities take
the majority of time. By knowing this, you can work to alter your selling process
accordingly.


14. Holiday Networking

As you near the holidays, remember that it's a great time to begin preparing your
schedule for making phone calls to people you rarely talk to. There's no better
opportunity to call someone you haven't spoken to recently than to wish them a
great Thanksgiving or Christmas. However, make sure you are sensitive to the
holidays they actually celebrate. If you make 5 calls per day, just think of how
many people you can network with between December 10
th
and December 31
st
.





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15. Holiday Selling
Often the holiday period becomes a very difficult time to sell when you're in a
business-to-business environment. If this is the case for you, use the holiday
period to sell yourself and your knowledge. Send your customers information
about your industry, the economy, or other points of interest. Although they
may not read the information, they will notice that you took the time to send it to
them. Use these months to deepen your relationship with your customers. When
business gets back to normal after the first of the year, you'll have new things to
ask them about and, more importantly, you'll be viewed as a salesperson who is
interested in more than just money.

16. Know Your Customer’s Customers

How much do you know about your customer's customer? It doesn't matter if
you sell B2B or B2C, the question still warrants an answer. Take the time to find
out all you can about what motivates your customer's customers. Spend time
with them, talk to them, and, most importantly, get to know what drives their
decision-making process. When you can identify this information, you can
provide your customer with even better service.


17. Have You Learned Something New?

There is always something new you can learn about your customers, whether
they are newly acquired or long-term accounts. Use each sales call as an
opportunity to be teachable. It's amazing how dramatically some customers
change! Unless you keep up-to-date knowledge about them, you will soon find
they've changed and you haven't. After each sales call, ask yourself what you
learned about the customer and, of course, make sure you record it in your
customer profile.


18. Benchmark Your Sales Goal

At the end of each day and each week, compare your accomplishments to your
overall sales goal. If you achieved the volume you needed to hit your goal,
congratulate yourself! If you didn't, identify at least one thing that did go right
and might help you achieve your goal in time. Always find something positive to
end the day with. Before you leave, don't forget to set up the next day or week.

The last thing you want to do is use those very productive first minutes of the

day doing anything but selling.


19. Reduce Your Selling Time

Make time each day to reflect upon recent sales contacts and identify at least one
thing you did well in each. Think of the questions you asked, the body language
you used, and the information you shared. After you've pinpointed the best of
the best, take the time to plan how you can do that same activity in every other
sales call you have.






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20. “Google” a Customer/Prospect
Looking for a reason to contact a customer or a prospect? Search their name on
www.google.com
to see if there are any new or interesting listings for them.
You'll be astonished at what you can find out about your customers/prospects or
others with their same name. Regardless of the outcome, the search should give
you some interesting anecdotes you can use on the next sales call. When that
contact is made, the customer/prospect will be amazed at the fact that you took
the time to do the search, and if you do find something in reference to them,
you'll have the perfect subject to talk about.

21. Agree on Something

Never end a sales call without having agreed with your customer on something,
even if it's not to actually close the sale. The objective of coming to an
agreement, no matter how small it might be, is to demonstrate to the customer
that you're able to move the sale forward. If possible, agree on one particular
aspect of the sale and use this as a building block for the next time you meet.
However, if you can't see eye to eye on a particular aspect, you may be able to
concur on the items you intend to follow-up on or a time to get together again.
The important thing is that you agree on something and use whatever it is as a
"next step" towards a future sales call.


22. Don’t Present All Your Information

Never plan to present all of your information on a sales call. If you do, you'll
have nothing left to show the customer should you reach the end of your
presentation without a sale. The keys to a successful sales call are to know your
information so well and to be so prepared that you do not need to present
everything to gain the sale. Often "the best sales presentation is the one never
given." – Mark Hunter, The Sales Hunter


23. Add-On Sales

Every time you make a sales presentation, be thinking about what the add-on
sales might be. If you wait until after you close (as is commonly done), you tend
to be too rushed and forget the add-on process entirely. Thinking about these
sales during the presentation will enable you to be ready when the time comes to

ask for them. In addition, the suggestive sell of the add-ons can help close the
sale of the first item. By using this technique, you increase the potential for the
total sale as well as decrease the amount of time you would use if you were to
sell each item independently.


24. Don’t Negotiate With…

Be careful who you negotiate with. Negotiating with people who are not decision-
makers can result in making too many concessions. Before you start, be sure to
verify that the person you’re dealing with can and will be able to make a decision.






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25. Expertise in 30 Minutes a Day
No one has the time to read everything they need to in either their professional
or personal lives. This general shortcoming creates a magnificent opportunity for
us as salespeople to become an expert in our industry. A universal lack of
reading time means that all it takes for a person to be viewed as an expert in his
field in less than a year is a commitment to read for 30 minutes a day about their

trade (not counting medicine, engineering, etc.). For the vast number of sales
industries, this simple one-year reading commitment can quickly make you an

authority.


26. Using Time to Sell

Frequently, sales people think that the way to control the amount of time needed
for a sale with their customers is by offering them a special deal if they buy now.
When this is done, the salesperson is usually only giving away profit, while
thinking that they are speeding up a sale. We leverage time best by selling to
the customer's time parameters, not our own. When we sell to their parameters,
we are selling at a higher value and a higher profit.


27. Know the Influencer

With many sales, it appears there is only one person involved in the decision-
making process. Yet, more times than not, another person is behind the scenes
influencing the decision. When you make your sales call, always assume there is
an influencer, and expect to deal with him or her as well as your call contact. To
find out who that influencer is, use probing questions with the customer such as:
"Who else in your organization is typically involved in decisions such as these?",
"When decisions like this have been made in the past, what are some of the
things others have said?", and "Where does a decision like this rank in terms of
other decisions you typically make?"


28. Why Do They Buy From Me?

Why do customers buy from you? If you cannot identify at least 5 specific
reasons why customers buy from you or buy your particular service/product, then

you do not have a viable advantage over the competition. Take the time to talk
to your current customers and examine your selling process, your
product/service, and yourself to determine what the differences are between you
and your competition. Once you have your 5 reasons, discount all those that are
based on price. There is no way you can keep a sustainable price advantage for
the long-term.


29. Telephone Listening Skills

When you're talking to customers on the telephone, make sure your desk is not
cluttered with items that will distract you from the conversation. If it's not
possible to clear your desk, either move so that it is out of sight, or, when
appropriate, locate the customer's website on your computer to help keep you
focused.




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30. Cancelled Appointments
Don't view cancelled appointments as lost opportunities. Instead, view them as
"connecting moments." If a customer cancels an appointment, the last thing you
should assume is that you lost the sale. You're kidding yourself if you think
you're so good that you're going to close every sale every time. Rather, consider

the cancelled appointment as an event you can leverage before your next
appointment. Prior to the rescheduled appointment, contact the person and

share additional information about your product or service with them. Start with
something like, "Since we weren't able to meet last time and I know how
valuable your time is, I thought I would send you some additional information
that will help us make our next meeting even more productive." By sharing the
additional information with the person in this light, you're not only showing
respect for them, but you’re also using the cancelled appointment as a way to
increase your value to them the next time you do meet.

31. Personalize Others' Business Cards For Them

If you're like me, you've received hundreds of business cards over the years. As
time passes, it becomes increasingly difficult to remember who gave each to you
and where you received it. To help alleviate this problem, the next time you
receive a business card, write on the back the date you received it, where you
met the person, and something about the event. Most importantly, record
something personal about the person who gave it to you. Maybe they mentioned
they’re going to Europe on vacation or one of their children has been sick.
Whatever it is, write it down. Not only will this serve to jog your memory, but
this personal piece of information can also become the key question you ask him
the next time you meet him. By inquiring about the vacation they took or how
their sick child is doing, you are showing interest, and they'll be amazed and
touched you remembered it. In today's busy world, far too many of us forget the

personal side of life, and when we take the time to write it down and ask about
it, we place ourselves in a new and welcome frame of reference with the other
person.


32. “To Tell You The Truth”

We often don't realize how many times we say things we believe are non-
threatening when these same words heard by others undermine our message.
Whenever a person says, "To tell you the truth", they are usually doing so for
emphasis. Yet, to many people, this same phrase comes across as meaning that
whatever else has been said has been a lie. A variation on this is when a person
says, "To be honest." The point here is that you must be sure to think about what
you're saying and how it may be interpreted by others before you say it.


33. Web Update

Don't forget to review each of your customer's websites on a regular basis.
When they make a significant upgrade to it, you want to be one of the first to
compliment them on the changes. When applicable, you also want to use any
new and critical information the customer has included in the update.




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34. Celebrate Your Anniversary!
Go ahead and toot your own horn! Let your customers and others know when
your anniversary in your sales job is approaching. It's a creative means of
conveying your commitment and longevity in the business, and a great way to
put your name in front of current and potential customers. This technique is
especially effective when you're celebrating a significant milestone such as 5
years or 10 years.

35. Create a Power Sales Circle

You might find it helpful to identify 3 to 5 top salespeople from other industries
that you can meet with on a monthly basis to trade sales ideas. In our business,
we often tend to get locked into our own habits based on the industry and the
particular customers we deal with, which can cause us to fail to grow to our full
potential. By connecting with other sales people from outside the industry and
sharing sales issues and concerns, you'll be able to gain a fresh perspective on
selling. You will probably leave the meetings with new ideas, and possibly even
some new prospects.


36. How Good Are Your Customers?

It's only natural to believe that you have great customers. But do you know how
good they really are? If they are not genuinely helping you build your business
by giving you referrals and/or other ideas, then maybe they're not truly great
customers. Analyze your "best" customers to determine how many leads and
business ideas you're getting from them. If your scorecard comes up empty,
stop and ask yourself what leads and/or ideas you have given them.


37. Drop a Customer

Consider dropping your worst customer. They have probably earned this title
because of the amount of time you have to spend on them. Just think of how
much more productive you would be if you could take that time and devote it to
your better customers. So go ahead and drop your worst customer today. You've
always wanted to!

38. Eye Contact

In any conversation, make sure your eye contact is where it should be—on the
person talking. The more eye contact a person is given, the more he is likely to
continue talking because he feels important and trusts he is being heard. The
simple truth is that the more the customer talks, the more likely you are to find
out how you can help him. As a result, you are more likely to close a sale.


39. Notice Your Customer

If a customer is mentioned in an industry publication, be sure to cut out the
article and send it to them with a congratulatory note attached. They’ll
appreciate you noticing!




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40. Lower Your Voice
When you're about to make a very important comment about your product or
service, lower your voice slightly. By doing so, you force the other person to pay
closer attention to what you're saying. You also make it appear like what you're
offering is of such importance to the customer that you don't want anyone else to
overhear.

41. Industry Publications


We all want to be viewed as experts about our industry and/or the products and
services we sell. To subtly help convey this message, make sure you keep
industry publications in your office or sales area for when customers visit you.
Also, when you make a sales call, keep an industry publication in your bag or
briefcase that is visible to the customer during the meeting. By doing so, you're
creating the impression that you're an expert in the field.

__

42. Top 10 Questions

To help you become a more successful salesperson, you might find it helpful to
record the questions you ask on every sales call for a week and make notes of
the types of responses you get from each. Your objective in doing so is to
identify what specific questions get the best response for you. After you've tried
this for a couple of weeks, you'll be able to create your own "Top 10" list of
powerful questions, and you'll be comfortable asking them.


43. Voice Inflection


We can only sell what we're passionate about, and how can people know we're
passionate about anything if our voice doesn't reflect it? If you truly believe in
what you're selling, it will be communicated in the tone, pitch, and inflection of
your voice. Don't be afraid to let your voice come through and use it as the

powerful sales tool it actually is.


44. Information Gathering Questions

Here are two great questions you can ask almost any customer when you're in
the information-gathering stage of the sale: "What's keeping you awake at
night?" and "What is the greatest problem you're facing today that you weren't
facing last year?"


45. Assumption Closing

Never assume you won't close a sale. When you receive the first buying signal
from a customer, use the "Assumption Close" by making the following type of
statement: "We'll go ahead and set it up to ship by ____." With this type of
assertion, you don't have to close with a question.







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46. Never Negotiate Price
When you're in a selling situation where you feel you must negotiate a better
offer to seal the deal, do so by discussing things other than the price. Do not get

in the habit of discounting your product or service. By doing so, you'll risk future
profits and reduce your immediate cash flow.


47. Pulse Check Questions

When you're in need of determining whether the customer understands the
benefits of what you're talking about, ask them at any time: "What do you like
about ______?" or "What are the things you see about _________ that you like
so far?"


48. "WOW" Customer Service

At the end of the day, do your customers remember the experience they had with
you as being better than the communication they had with others they came into
contact with? Take a look at how you deal with your customers and identify
something you can do that will leave your customers not just satisfied, but
"wow"ed in comparison to everyone else.


49. Price Discussion

When faced with resistance to price, offer the customer an example of where
they spend considerably more money on something else. By doing so, the
customer will begin to put into context the amount you're asking them to spend
with you.


50. Universal Questions

There are six universal questions you can ask almost anytime and anywhere in a
sales presentation. They are: "Who?", "What?", "When?", "Where?", "Why?", and
"How?" A perfect place to ask one of these questions is when you're not sure
where to go with the discussion and/or are afraid of losing control.


51. Uncover New Benefits

After people have had time to experience the product or service you're selling,
they often begin to realize benefits they weren't expecting. Talk to your long-
term customers and find out what additional benefits they're experiencing. You
may find it advantageous to use these in your future sales presentations.


52. December Networking

December is the best time of year to look back through your contact files and
uncover names of people you haven't talked to in several years. During this
month, seize the opportunity to reconnect with them through a letter, e-mail, or
phone call.





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53. Quiet Time

Block out 30 minutes a day (or 2 hours a week) to move to a quiet location with
nothing but a blank piece of paper. During this time, ask yourself how you can
secure more sales from your existing customers and make notes of your
thoughts. Your best ideas will always come when you step back from the
business long enough to examine how you can take your customer relationships
to a higher level.


54. Is It Your Product or You?

It's important to understand why people do business with you. Have you ever
asked your customers why they chose you? Have you ever asked those who
chose your competitors why they did not decide to do business with you? Find
out if there's anything about your sales process that needs to be modified. The
information is free, and it may wind up being the best feedback you've ever
received.


55. Get Personal

Common wisdom says that people don't want to talk about personal information
with a salesperson. However, after more than 20 years in sales, I've found that
the best clients are those who are willing to share information about themselves.

Try to stretch yourself by having a personal conversation with your customers.
But remember, the key to a successful discussion is to offer something about
yourself first and then use their response as a guide for which way to proceed.


56. Tilt Your Head

Tilting your head slightly when you are listening to someone speak communicates
that you are giving them your undivided attention. It's amazing how this simple
type of body language can convey a powerful message!


57. “Annual Update”

It's important to keep contact information current, which means having as many
references within an account as possible. The beginning of the year is a perfect
time to e-mail or phone people at multiple levels within an account to update
your records. Use the contact as a means to further develop the relationship
before a crisis arises. Don’t forget the power of administrative assistants and
receptionists.


58. Big Prospects

The beginning of the year is the perfect occasion to allocate more of your time
towards closing the truly BIG sale. Because it will take more time and effort,
starting in January will increase your chances of making the work pay out in the
same year.






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59. Reassess Your Position
The beginning of the year is the perfect opportunity to review all of your sales
materials, sales pitch, etc., to make sure you're capturing and conveying the best
benefits for your clients. It's amazing how things change over time. What was
once a key benefit may no longer be one.


60. Think "2”

Each day, strive to make two more phone calls than you planned. With each
customer you talk to, try to ask them two more questions than you planned.
With each close, think "second item", and immediately try to close on one.


61. Hand-Written Notes

Nothing conveys more "connection" with a customer than a hand-written note.
Take a moment to write a comment on the next piece of information you mail to
your accounts, and don't forget to sign your name!


62. Be "P.C.”

Be "Price Confident" (P.C.). Confidently state your price, while clearly
communicating the value and benefit it will bring to the client. Any hesitation in
doing so will always be perceived as a weakness, and a savvy customer will
exploit it.

63. Benefit in the Purchase Process

Top performing salespeople ensure that their customers are not only receiving
benefit from what is being purchased, but also from the purchase process. This
means that they're conveying key information and/or conducting the process in
such a way that their customers are appreciative of being sold. Do your accounts
like the buying process or are they trying to avoid it?


64. Think "P.R.”

Think "Price Resistant” (P.R.) whenever the customer challenges you on your
price. Never concede the first time they bring it up. If it happens, an
appropriate response would be to share again with them the most important
benefit they will receive. Don’t suggest any kind of better offer until after you've
heard the customer raise the price discussion at least twice.


65. Trade Up, Don’t Trade Down

When the customer is demanding a price discount, keep the price up by offering
them an additional item rather than allowing them to reduce the size of the sale.

The customer who will only buy when the price is reduced is not likely to be a
long-term or profitable customer.

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66. Understand Names
If a buyer even briefly mentions someone's name in a conversation, be sure to
make a note of it. Then determine what specific role that person might play in
helping you make your sale.


67. Don’t Waste Your Best Time

Try to schedule your biggest sales calls during your most productive time of the
day. Don't spend your best hours on anything but the customers who have the
greatest potential for you.


68. Eye-Level Contact

Whenever possible, try to talk to your customer with your eyes at the same level
as theirs. It can be very intimidating for the client to have to look up at you.


69. Probe the “No”

When a customer declines your offer, politely ask them to explain the reasons
behind their negative decision. It's important to remember that the first excuse
they give you is probably not the real reason they said "no".

70. Customer’s Timeline

Anytime you can sell according to the customer's timeline, you'll be more
successful. Early on in a sales call, learn the time frame the client operates
under when making a decision. To get an even better idea, ask them about past
choices they have made and the length of time it took to make them.


71. Forget Lunch, Do Starbucks®

Networking and making sales calls over lunch can be a huge time-waster. Rather
than doing it over a meal, consider meeting for a coffee at Starbucks®. It's
faster and you'll still accomplish what you need to, freeing up time for additional
sales calls.


72. Voicemail Tip

When leaving a voicemail for a prospective customer, never request that they call
you back at a definite time. By doing so, you'll simply give them a reason to
avoid returning your call. Instead, slowly leave your phone number and ask
them to return the phone call at their convenience. It's your responsibility to
always be available.


73. Prospecting

When prospecting within a company, don't start at the bottom and move your
way up the organizational ladder. It is better to start with the CEO and work
your way down.

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74. Cold Calls
Always end a cold call by providing the prospect with your next "plan of action."
By doing so, you demonstrate your professionalism.


75. Never Let a Customer Know it was a Cold Call

When making a cold call, never give the prospect any indication that the call was
made at random. Confidently communicate that you've chosen to call them
because you feel they need what you're offering.


76. Major Customers

If you have had a major customer for a long period of time and their needs have
not changed, then you haven't done a good job helping them grow their
business. Remember, by helping them grow their business, you'll also grow
yours.


77. Be Busy

In general, customers like it when you're busy because it communicates that you

must be good. However, don’t let the customer sense that you're overworked by
being slow in returning calls or servicing the account. If they do, they'll be
reluctant to give you more opportunities and they'll certainly not refer you to
others.


78. Don’t Convince a Customer

Don't try to convince a customer that they need you. Rather, help them discover
how you can be of benefit to them. Ask them questions that make them express
their pain in their own words.


79. "Back Pocket" Examples

During any sales call, always have in your "back pocket" at least 3 examples of
others who have used and benefited from the services you offer. It may not be
necessary to discuss them in every call, but having them ready is essential when
the customer is looking for confidence in working with you.


80. Verbally “Paint” Your Benefits

Always be prepared to verbally "paint" a picture of the services you offer.
Describe the benefits the client will gain by working with you using action and
visual words since this creates a more concrete picture.


81. Email and Your Phone Number

Make it easy for people to contact you. Be sure to conclude all emails with your
name, phone number, and cell number.





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82. Discounts Don’t Go Away
Many times a salesperson will offer a new customer a discount to get the initial
sale. The problem is that the customer may always expect a discount with each
subsequent order. By giving the client a first-time discount, you set the stage for
them to never actually realize the full cost and value of what you're offering.


83. Perceived Benefits Have No Value

When you initially explain the benefits a customer can expect, they're only
"perceived benefits." Until you've been able to get the customer to say them in
their own words, they have no real value.


84. Poker Game Body Language

If you want to see the value of being able to interpret body language, watch any
of the numerous poker shows on cable when they're interviewing a big winner.
Listen carefully to what they say about the role body language played in helping
them win.

85. Sell to the Senses

The more senses you can get the customer to use during your sales presentation,
the greater the rate of sales closures you'll have.
T
ry to use as many as possible,
including the senses of touch and smell.


86. Measure Your Referrals

If you're not getting a substantial portion of your business from the referrals of
existing customers, you need to reassess both your selling process and the
benefits your customers are receiving. If a customer is truly benefiting from
what you offer, they won't hesitate to refer you to others.


87. Measure the Benefits

Of all the services you offer, do you know which ones provide the greatest value
to your customers? Follow-up with your clients on a regular basis to determine
what services have the greatest value. It is not uncommon for benefits to
change over time and you'll never know how many sales you've lost by not
staying current.


88. Make an Impression

The salespeople who are consistently successful are the ones that customers
enjoy meeting with. Make it a goal with every sales call to leave the client with
such a favorable impression that when they are reflecting back on their day, they
can't help but think of your meeting as being one of the better parts of it.







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89. Quality Questions = Quality Profit
The quality of the questions you ask will directly correlate to the amount of profit
you make. People who claim they don't need to ask very many questions because
their product or service sells itself will always leave money on the table by under-
pricing what they're selling.


90. The Naked Sale

If you aren't able to close a sale without using any materials or aids (i.e. "selling
naked"), then you don't know your business well enough. Materials, props, etc.
do have a role in a sales presentation, but it's essential you know your business
well enough that you don't have to rely on anything external.


91. Expectation Creep

When it takes a number of sales calls to close a sale, it's very easy to get into
"expectation creep." This is the tendency to keep offering the customer a few
more benefits each time you meet with them. By doing so, you are setting
yourself up for a customer "let-down" once they buy and are not able to achieve
what they've been told to expect.


92. Ask the Right Level of Question

When contacting a person in an organization, the general rule to follow is the
farther up you go, the more work you need to have done ahead of time. For a
low-level person, it’s okay to ask them basic questions about the business. In
fact, many times they will be honored that you are asking for their insight.
However, the higher up you go in an organization, the more they will expect you
to have already found answers to many of the questions.


93. Email Etiquette

When responding to a customer’s email, be sure you have their name in the
“To:”, not just their email address. This shows that you’ve taken the time to
enter their name into your address folder.


94. Negotiation Timing

When negotiating with a customer, note the timing of how they respond to you.
In any negotiation, the more you can make the other person feel comfortable,
the more successful you’ll be. By moving at a speed similar to theirs, you’ll help

them be more at ease.


95. Networking With Decision-Makers

Decision-makers network with decision-makers. The best way to develop high-
quality prospects is to actively pursue a network of people who do not belabor
making up their mind. Those who are confident in their decision-making skills
are the ones we all want to be calling on.




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96. Maximizing Profit
Maximum profit does not lie in helping a customer fill an obvious need. It lies in
helping the customer discover hidden opportunities. Ask yourself the following
two questions: (1) In terms of information and fact-finding, what is the added
value you are bringing to your customer? (2) How are you helping them grow
their business?


97. C-Suite Referrals

Refer your way to the C-suite. The best way to get to a CEO, COO, CFO, etc. is
by having someone you know refer you to them. Take the time to actively
develop a network of people who associate with these types of professionals and
get involved in the organizations that these types of people are most likely to be

involved in.


98. Trust and the “C-Suite”

When calling on the “C-Suite”, keep in mind the importance of trust. Nothing will

overcome an issue more quickly than trust. On the other hand, nothing will
create a bigger roadblock than a lack of trust. If you say you’re going to do
something, exceed their expectations by completing the task either better or
faster—or both.


99. C-Suite Meetings

When asking for a meeting with a C-Suite professional, request only 20 – 30
minutes, not 60. Executives are far more likely to grant someone 20 – 30
minutes than they are a full hour.


100. Follow up With a Reason

Always have a reason for a follow-up call. Don't call just to "check-in" and see
how they’re doing. Contact your customers or prospects with a specific piece of
information you've learned about something they previously shared with you.


101. Listen to Yourself

Take a few minutes to analyze your voice on the telephone by leaving yourself a

few voicemail messages. Listen to how well you enunciate your words, especially

your name, company, and phone number. It’s amazing how easy it is to not say
things clearly and distinctly.


102. Confirm a Meeting Early

Confirm a meeting 2 or 3 days in advance by contacting the person you will be
meeting with and asking them if there is something in particular they’d like you
to bring along. By doing so, the meeting will suddenly become more important
and, in turn, will help make it more productive.





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103. One More Call
Every day during January, make one more sales call than you did during the
previous year. By February, you’ll have formed a new habit that will carry you
through the year.


104. PPSF = RRR

Post Purchase Satisfaction Factor = Repeat Referral Rate.
T

he amount of referrals
you receive is directly proportionate to the satisfaction experienced by your
customers. Make sure their satisfaction level is always equal to or greater than
the benefits of your services.


105. Customer Advisory Board

Develop a personal C.A.B.—Customer Advisory Board. By talking openly with
some of your customers, you’ll be able to better understand what they are
looking for and how to serve them.


106. Help Your Customers

When reading a magazine, always tear out at least one interesting article and
send it to a customer or prospect. It's a great way to further develop your
relationship.


107. 3F Objection

When faced with an objection, try the time-tested process known as Feel, Felt,
Found. When the person gives an objection, state that you know how they feel,
and then offer the name of another person they know who felt the same way
until they found their solution in you. Simple, yet proven!


108. Ask Short Questions

Asking long questions tends to generate short answers. However, asking short
questions tends to generate long answers. It is important to develop good
questions in advance. Doing so will allow you to think through how to best ask
them and, in turn, will help you avoid the "rambling question" syndrome.


109. Create a Peer Group

Find 2 to 4 other people who are also in sales (but not your competitors) and
meet with them monthly with the objective of exchanging at least two sales
ideas.


110. Database Garbage

Continuously update your contact base by creating a reason to get in touch with
them. Too often we don’t stay in close contact with customers, making their
database information hold out-dated material.




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111. Questions
When preparing for a presentation, it is important you spend as much time
developing the questions you’re going to ask as you do developing the
presentation itself. Too many times we don’t think up the questions we want to
ask until we’re in the meeting.

112. Values in Selling

Never allow yourself to develop any sales technique that requires you to
compromise your values. The best sales people are those who sell with passion
and you can’t sell with passion if you’re not at peace with your methods.


113. Think For Your Customer

Be pro-active in determining the next logical steps your customer should take,
even if the steps don’t involve you. By working to become a strategic consultant
for them, they will perceive you as an asset they need.


114. OPP – Opening Price Point

Don’t allow the opening price point (the price new clients pay) to be so low that
you give your customers the impression that your product is not worth its full
value. When you discount your opening price point too much, you automatically
make it more difficult to get the full price later on.


115. The Magic of “7”

Because the number "7" is perceived so positively, be sure to use it as often as
possible when pricing your products. For example: a price of $87.77 will sell far
better than $89.99 . The power of “7” is so great that the names of all the
airplanes manufactured by Boeing use it.

116. Gap Questions

A great way for a customer to see how much they need you is by asking them a
“gap question.” This type of question is one that helps them realize the size of
the gap they have between their problem and a solution and, therefore, how you
can help bridge it. For example: “How much is this problem costing you?”


117. Don’t Rush the Question

Don’t rush to ask another question immediately after the customer has finished
talking. By allowing a couple seconds of silence before asking your next
question, you give the customer an opportunity to share another thought or idea
if they choose to.








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118. Promote Your Website!
A great way to promote your website is by using your voicemail. Make sure your
voicemail greeting also lets the caller know your website address. Do this for

your cell phone greeting too!


119. Drop the Cents!

When writing your price points, avoid using ".00". For example: write "$424"
instead of "$424.00". Adding the ".00" only serves to make the price seem
higher. On the other hand, when writing out what the customer will save or
earn, reverse the logic. They will perceive a bigger savings!


120. Short / Long Paragraphs

When writing copy that will be read by prospective customers, make sure you use
variety in the length of the paragraphs. It will make it easier for those who will
actually read the entire text. In addition, for those who will just glance at the
copy, it makes it easier to scan.


121. 6:00 AM Voicemail

Try this idea one morning! At 6:00 AM, leave a high-energy voicemail message
with a customer or prospect. Center it around a new idea you came up with
especially for them and communicate how excited you are about it. You will be
pleased with the results!


122. Watch Their Hands

The hands give off incredible signals. Next time you're presenting to someone,

watch their hands and, in particular, their fingers for movement. When a person
is faced with something they either agree with (reason to buy) or disagree with
(an objection), they will move their hands and/or fingers slightly. By watching
for this movement, you can use it as a signal to either close or ask a follow-up
question.


123. Prepare for Voicemail

Don’t get caught unprepared when you're sent to voicemail! Before making
every call, be ready to leave a short, concise message, even if you expect to
actually reach someone on the other end. Typically when we're caught off guard,

we tend to either ramble or leave out something important. By being prepared,
your messages will sound coherent and professional.


124. Friday Selling

On the next Friday that the weather is nice and you see others around you going
home early for the weekend, seize the opportunity to push your networking by
staying and making more calls, etc. When Monday rolls around, Friday will most
likely be forgotten, and you’ll have more contacts to show for your efforts.




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125. Think M/S/S
There are only three things any salesperson should be spending their time on:
Marketing, Selling, and/or Servicing. On a weekly basis, take the time to identify
at least two activities you currently do that do not fit into one of these categories.
Then, either delegate them to someone else or simply stop doing them.


126. Selling & Marriage Licenses

Just because you’ve bought a marriage license, it doesn’t mean you’ll have a
great marriage. Similarly, just because you’ve made a sale, it doesn’t mean
you’ll have a great customer. Remember, you have to work at it by investing
time in it and being a good listener.


127. Website Signature

It's a good idea to always add your company’s website address at the end of any
email you send out. The best place to put it is directly below your name. It's a
great way to advertise and may even inspire your client or prospect to look
further into all your company has to offer.


128. Networking

Send a handwritten note to 5 people in your community who have given of
themselves to make it a better place. Spending a few minutes doing so may take
your networking to a whole new level. You never know where it might lead!

129. Congratulate Yourself

Take fifteen minutes and write up a list of five to ten sales accomplishments
you’ve had over the past few months. Reflect on how your hard work has paid
off. Then, post them in a place where you can easily access them anytime you
need to a motivational reminder.


130. First Response

You should rarely accept a prospect's first response. Actually, only after you
have heard comments at least twice should you accept them as fact. A prospect
will often throw out information as a way of trying to disengage you. This is a
key reason why it’s important to ask great follow-up questions.


131. 50 Words

Salespeople love to talk and they often talk too much. If you could only speak 50
words in a presentation, what would they be? If you were limited to 50 words,
you’d use them to ask the most crucial questions. Keep your focus on asking
better questions so you get the customer to talk.